GENDER AND PERSISTENCE IN NEGOTIATION: A DYADIC PERSPECTIVE

被引：58

作者：

Bowles, Hannah Riley ^{[1
]}

Flynn, Francis ^{[2
]}

机构：

[1] Harvard Univ, John F Kennedy Sch Govt, Cambridge, MA 02138 USA

[2] Stanford Univ, Stanford, CA 94305 USA

来源：

ACADEMY OF MANAGEMENT JOURNAL | 2010年 / 53卷 / 04期

关键词：

SEX-DIFFERENCES; SOCIAL-INTERACTION; SELF-ESTEEM; STEREOTYPES; WOMEN; POWER; MEN; BEHAVIOR; STYLE; TALK;

D O I：

10.5465/AMJ.2010.52814595

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

We studied interactive effects of gender in negotiation dyads, theorizing that the degree and manner of a negotiator's persistence are functions of the gender composition of the dyad. Our findings challenge sex-stereotypic perspectives, showing that women persist more with male naysayers than with female naysayers but do so in a stereotypically low-status (more indirect than direct) manner. Women's adaptation of their persistence to naysayer gender appeared functional because increased persistence with male naysayers helped close a gender gap in performance, and female negotiators with high performance adjusted their manner of persistence more than those with low performance.

引用

页码：769 / 787

页数：19

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